2007 B to B Gartner Pricing 
The ROI Guy
DECEMBER 6, 2010
The consumer is now in charge: researching specifications, configuring and customizing solutions, getting peer reviews and advice, comparing prices, and “buying now&#. Tom’s ROI and TCO experience began in 1993 with his first entrepreneurial venture, Interpose (acquired by Gartner in 1998).
The ROI Guy
AUGUST 4, 2010
Sell value vs. price - Traditional sales professionals focus on price, and therefore leave the discussion open to discounting. SiriusDecisions validates that buyers trust analysts as the third party of choice (SiriusDecisions B-to-B Buyers Survey 2010), and that using third party proof points can help to drive quicker buying decisions.
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